The Customer

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I remember reading the following content years ago but don’t remember who the original author was. That being said I thought it was critically important to share this with everyone today: Because the Customer has a Need…we have a job to do. Because the Customer has a Choice…we must be the Better Choice. Because the […]

Effective Time Management = Productivity!

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Let me start this post by dispelling some time management myths: Planning my time just takes more time (wrong!) The busier I am the better I’m using my time (wrong!) I can manage time (wrong!) Changing time management habits does take time and effort but it’s much easier when you have a simple system of […]

Building your Credibility on #LinkedIn

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What you “Do” isn’t as compelling as Who you Are Build your Personal/Professional Brand Grow fans/followers Focus on your Core Competencies…not your Job Description Become a Subject Matter Expert (SME) Build your network Post/Blog regularly Join the Right Groups Recommend/Endorse Others Be consistently active on LinkedIn

10 Keys to Selling Bigger Deals Faster

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1.Call on Bigger Prospects 2.Get to the Decision Maker Early in the Sales Process 3.Engage that Decision Maker in Proactive, Strategic Conversations 4.Retain and Up-Sell Existing Customers 5.Weave a Web of Influence Before you Need It 6.Ask Existing Clients for Referrals 7.Differentiate Yourself from your Competition 8.Cost Justify your Solutions…even if They’re More Expensive 9.Articulate […]

Avoid the 5 Most Common Recruiting Mistakes

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Research shows that the five most common recruiting mistakes are: 1. Not having a Detailed Hiring Profile/Job Description 2. Hiring the “Best” of the “Worst” 3. Putting too much Weight on “First Impressions” 4. Telling Too Much 5. Hiring on One Primary Characteristic If you want to hire good employees (versus hiring good interviewees) ask situational or behavioral interview […]

Managing the Remote Salesperson

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Here are ten “best practices” for managing remote salespeople: 1. Hire the right person (Someone who will thrive working remotely) 2. Onboarding/Training needs to be done at the office, not virtually 3. Set crystal clear goals/expectations 4. Leverage technology (Webinars, conference calls, video conferences, Skype, etc.) 5. Over communicate (Practice “active listening”) 6. Give and […]

Nine Critical Characteristics of Productive Selling

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We have found that professional sales teams rarely suffer from a lack of effort. However, the disparity between effort and positive result is quite common. So what gets in the way? Is it the marketplace? Is it the competition? Is it poor processes internally? Is it because there’s ineffective training? Is it because that there’s […]

Seven Secrets to Customer Retention

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I get asked some variation of the following question at just about every workshop I facilitate: Since the majority of business in the US generate most of their revenue selling to existing clients what are the keys to retaining and/or up-selling my clients? Sounds like a great blog post doesn’t it? Well here you go: […]

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